Nothing But Major Gifts

Your donors give because it makes them feel connected to their heart and passion for making a difference in the world. And your organization is probably not the only one they’re giving to, which means that your donors are getting a lot of messages from the organizations they sponsor. 

With so much competition for their attention, how do you stand out from the rest and win your donors’ hearts?

In this episode re-release from 2021, Richard and Jeff offer seven ways that you can stand out with your donors, so you can build more authentic relationships and encourage donors to engage with you as partners in your mission.

Show Highlights: In this episode, you’ll learn… 

What it means to bring your authentic self to your donor relationships

The power of listening and asking good questions in your donor conversations

How to build strategic, personal touch points into your communication plan that will remind the donor that you know who they are as an individual

The 2023 report by the Fundraising Effectiveness Project revealed that for the first time in a decade, the national average for major giving revenue went DOWN by -4% in 2022. This has generated a lot of concern in the fundraising community about the future of philanthropy.

The good news is – you don’t have to accept decreasing revenue as the new normal. 

When this report came out, we took a look at how our clients had done by comparison. While the findings showed that nationally, major gifts revenue was down -4% for the first time since 2013, our clients saw an average increase of +22%. And for donors giving $500-$5,000 level (what we would identify as mid-level), national numbers were down -3.9% in revenue in 2022 compared to 2021. Our mid-level clients, however, were up +7%.

Getting this kind of growth isn’t rocket science. It takes dedication and commitment to implement a system and structure that’s designed to create long-lasting partnerships with your donors where they feel deeply connected to your organization’s mission.

In this podcast episode, Jeff and Richard examine the results of the report and share how non-profits can adopt strategies to reverse these trends and increase giving to their organization.

Show Highlights: In this episode, you’ll learn… 

Strategies that enabled Veritus clients to grow their revenue, despite lower giving nationally

What fundraising leaders can do to achieve these results for their organization

This topic is a controversial one. But stay with us for a minute! Any fundraiser’s primary objective is to connect with donors. And those donors are people with busy lives. They might only be available after 5pm, or only on weekends. They might be located internationally. For so many reasons, MGOs need to be flexible so they can meet when it’s convenient for the donor.

So, should MGOs also be expected to sit at a desk from 9am to 5pm, Monday through Friday?

It seems like the answer would be obvious – it’s simply not sustainable for fundraisers to work all the time. Yet many organizations promote a culture that requires 40 hours in the office, at whatever cost, regardless of the many events and donor meetings the fundraiser attends outside those hours. This has got to change if organizations want to keep great fundraisers.

Today’s episode is all about creating the kind of environment that gives fundraisers the freedom they need to nurture their donor relationships without working 60+ hours every week.

Show Highlights: In this episode, you’ll learn…

If you’ve shied away from bringing up planned giving in your donor conversations… you’re not alone! Whether you’re a major gift officer, mid-level officer, executive director of your organization – many people feel some hesitation about bringing up a topic that touches on the donor’s death.

On this podcast episode, Jeff and Richard interview Robert Shafis, our Director of Planned Giving Services, to put some of those fears to rest and give you some tools and strategies to help you feel more confident about discussing planned giving.

Remember, at its core, planned giving is an incredible way for your donors to leave a legacy that will support your organization into the future. And it truly is accessible to anyone.

Listen in to learn how you can start to have these conversations so you can make a bigger difference for your organization while providing your donors with the opportunity to leave something behind that’s meaningful to them.

Show Highlights: In this episode, you’ll learn about…

Are your board members actively engaged in fundraising for your non-profit? And if not – how can you encourage them to get involved?

In this episode, Jeff Schreifels and Karen Kendrick are joined by Renita Tyson for a conversation about how non-profits can build a better partnership with their boards. Renita is a Client Experience Leader at Veritus Group with a background in numerous sectors, from Fortune 500 companies to small industrial manufacturers. She’s held positions in sales, marketing, development, and senior management, and she also brings her own experience as a board member herself.

Whether you’re seeking out new board members, or you’d like to see more participation from an existing board, this episode will give you some new perspective on how to support your board members so they can do more for your mission.

Show Highlights: In this episode, you’ll learn about…

Imagine this scenario: you’re a leader of a non-profit, and you run into a major donor at an event. They ask how things are going at the organization. How do you respond?

A: “Things are great! We’re on track to meet our revenue goals by the end of the year.”

B: “Right now, we’re focused on growing our XYZ Program so we can provide more services for families in need. We’ve seen some incredible results through this program already; can I share a little about what we hope to do in the year ahead?”

It’s pretty clearly B, right? And yet, a lot of fundraisers are so focused on the money that they struggle to talk about their mission in a way that connects with donors.

For this podcast episode, we’ve invited a special guest to help us discover what it means to speak in terms of your mission. Luke Wilson, CEO of A Rocha Canada, will share how focusing on his organization’s mission has transformed his conversations with donors.

As you’re listening in, think about your own elevator pitch and whether it’s working to engage donors with your mission in a meaningful way.

Show Highlights: In this episode, you’ll learn about…

If you're over-investing in donor acquisition and cultivation, but not investing enough in the upper end of the pipeline, then the donors that you've acquired can't be properly cultivated into mid-level, major gifts, or planned gifts. And the reverse is a problem too, when non-profit leaders insist on discovering new major donors outside of their existing donor pools, because they’re not investing enough in donor cultivation. How do you find the right balance?

In this episode, Richard and Jeff discuss the components of the donor pipeline and how to invest across each stage of the donor journey.

Show Highlights: In this episode, you’ll learn…

Successful fundraising programs depend on great managers who can provide fundraisers with feedback, accountability, and encouragement. It’s a full-time job, and it requires a certain set of skills.

Yet many non-profit managers are expected to continue to manage their own caseloads in addition to their team’s. They may have been moved into their role without training or support. And on top of that, the skills that make someone a successful fundraiser don’t necessarily translate to being an excellent manager. This is where a co-management solution comes in.

In this podcast episode, Richard and Jeff explain what we mean by “co-management.” They share how Veritus partners with non-profit organizations to provide this service and how it compares to in-house management of frontline fundraisers.

Show Highlights: In this episode, you'll learn...

What is it like to be a Black fundraiser in North America? Do you believe the experiences and challenges that Black fundraisers regularly live through and survive in the non-profit sector? 

In today's podcast episode, Richard and Jeff talk with the editors of Collecting Courage, a collection of stories from Black fundraisers in the U.S. and Canada. Nneka Allen, Nicole Salmon, and Camila Pereira each have powerful stories to tell. Join us as they share about their experiences working in the non-profit sector and inspire all of us to make change happen. 

You can learn more about Collecting Courage and find where to purchase the book here: https://www.collectingcourage.org/

And you can connect with the editors through LinkedIn here:
- Nneka Allen: https://www.linkedin.com/in/nnekaallen/
- Nicole Salmon: https://www.linkedin.com/in/nicolesalmon1/
- Camila Pereira: https://www.linkedin.com/in/camila-pereira-phd-8b085814/

There are some fundraising and donor horror stories out there that are startling... and some that are downright unbelievable. And there are many fundraisers in the non-profit sector who have had experiences that are truly bizarre and surprising. 

In this episode, Richard and Jeff share some of the stories we've heard from fundraisers that will shock you. These stories are meant to help us all learn how to create better cultures within our organization, set healthy boundaries, and to encourage you to speak up when inappropriate situations occur. 

As a fundraiser or fundraising leader, it can be challenging to know where to go to get your questions answered. It can also be overwhelming to find the right answer with how much information is available through the Internet. When we reached out to our network and asked them to share their most pressing questions, there was an astounding response! 

In today's episode, Richard and Jeff respond to a variety of questions submitted by listeners and readers that cover how to know when you need to hire another fundraiser, how to advocate for admin support, and more. 

Many front-line fundraisers are telling us they are being asked to go back to the office this fall. But, with the Delta Variant causing more communities to reinstitute mask mandates and social distancing, is that wise? Do you even need that added stress right now? But here’s the real question: Should frontline fundraisers EVER be required to work from the office? And, if you are going to bring back your staff, how are you doing it in a way that honors and protects them? In this episode, Richard and Jeff discuss what we’re hearing from fundraisers about the transition back to the office and what the research says about whether your team can work remotely.

As non-profit fundraisers, we’ve all been through some kind of organizational change. Some are small changes, like a new protocol for thanking donors, and some are large, like a change in CEO or Executive Director. But change is inevitable. The question is, how do you lead through change, so you get buy-in from staff and they see the vision that the change is going to create?

In today’s podcast, Richard and Jeff talk with Greg Gibbs, Executive Director of Development for the University of California, Agriculture & Natural Resources, or UCANR. Greg shares his insights on how he has led his team during times of change and gives you great tips on how you can be an effective fundraising leader at your organization.

Over the last year, we’ve been talking a lot about how to create, build, and manage a great planned giving program. Now, you can have your program all set-up, but if you don’t have a continuous stream of quality leads coming in, what good is it?

In today’s episode, our Director of Planned Giving Services, Robert Shafis joins Jeff to talk about how you can be more effective in generating quality planned giving leads, what the latest strategies are, and what to do with all those new leads, whether you’re a small, medium, or large organization. Lead generation is changing. In today’s episode, learn what’s working and how an effective lead generation strategy will grow your planned giving program exponentially.

We at Veritus Group have been implementing and managing mid-level programs for many years now. Over that time, we’ve discovered how non-profit leaders have misconceptions about what a successful program consists of.

In today’s podcast episode, Jeff is joined by Lisa Robertson, Veritus Group’s Client Learning and Experience Leader, who has helped many Veritus clients launch successful mid-level programs. Jeff and Lisa discuss three things leaders get wrong about mid-level and how to overcome them, so you can be assured of having a winning program for years to come.

It’s summertime! Hopefully, you have a chance to breathe a bit. Today’s episode is all about what you can do during the summer, now that you have some time to think, that will help you have a successful year-end. Jeff is joined by Lisa Robertson, Veritus Group’s Client Learning and Experience Leader. Together, they’ll give you five ideas for what you can do during the summer that will allow you to achieve all of your goals by year-end.

Why is it that non-profit leaders are trying to keep overhead so low? Are they afraid that if it’s too high, donors will complain and threaten to stop giving? In almost every conversation we’ve had with donors about overhead, they are absolutely understanding that overhead is necessary to make the mission go!

In today’s podcast episode, Richard and Jeff discuss how non-profits are hurting themselves and the sector at large, by being afraid to reveal the true cost of the operations and applying it honestly to the programs and projects that make up the work you are doing to change the world.

So much is affected from terrible pay and burnout, to not allowing innovation… all in the name of keeping expenses low. But there’s something you can do about it. Find out what Richard and Jeff’s solution is.

Did you know that not everything Richard and Jeff say is true? Well, okay, it’s true, but it may not be exactly true for you and your situation as it pertains to how you implement The Veritus Way at your organization.

Today’s podcast episode explores how The Veritus Way can work for your organization even if you don’t apply everything to the letter of the law. The podcast also welcomes a new guest host, Karen Kendrick (our Director of Learning) along with two guests: Lisa Robertson, one of our Veritus Client Experience Leaders and Greg Gibbs, head of major gifts at UC Agriculture and Natural Resources. Each of our guests will talk about how they are applying The Veritus Way in the organizations they work with.

As a front-line fundraiser, you need to possess many skills and traits. Richard and Jeff have highlighted many of them over the years. But there’s one they’ve never discussed before: how likable are you?

In this episode, Richard and Jeff discuss 10 traits that make up likeable people, and how important they are to have as a front-line fundraiser. All of them are important, but some of them are pretty surprising.

You probably know that the number one reason donors either leave your organization and stop giving or reduce their giving is because they were  never told how their gift made a difference. Yet most non-profits we’ve encountered don’t make this a priority. 

In this week’s podcast, Richard and Jeff discuss three strategies to help organizations make the investment in reporting back impact and ultimately change the culture of your non-profit so that you can retain donors and increase giving over time.

Your donors are busy. There's a lot of noise in their lives. The front-line fundraisers who can cut through that noise and get noticed by their donors will have the ability to win their hearts and minds.

In today's episode, Richard and Jeff give you seven ways to stand out with your donor, so they'll engage with you AND allow you to build an authentic relationship with them.

You know that donor that gives every year in November a check for $1,000… and they’ve been doing it for a thousand years? Yeah, you know, that one. You’re most likely thinking, “Every November I can always expect that check to come in, but it's not really worth it to me to reach out and find out who they are. They’re not going to give more.”

In this episode, Richard and Jeff tell you a story of how an MGO decided NOT to listen to that story in their head, and instead they reached out to that $1,000 donor – and the donor became a $95,000 donor!

While this is just one story, Richard and Jeff have heard hundreds just like this from MGOs who are following The Veritus Way of major gift fundraising. Get inspired to rethink about how you view some of you donors and start talking to them. You’ll find out information that will enable you to ignite your donor’s desire to make the world a better place!

There are so many myths in major gift fundraising that Richard and Jeff devote a whole chapter to it in their latest book, “It’s Not JUST About  the Money.” These myths hurt not only the success of a major gift program, but the development of front-line fundraisers. 

Today’s episode debunks several myths and gets to the truth of what major gifts is really about. It continues on the theme of a previous episode in November 2020.

Professional fundraisers have lots of questions about how you can do your work better. Each week, Richard and Jeff hear from your colleagues all over the world on how they can be better fundraisers. Today’s podcast answers some of the most burning questions they get. 

They hope that their answers will help you think differently and inspire you in the work you do every day to help change the world.

Join Richard and Jeff for Part 2 of their discussion of six New Year’s Resolutions. In this podcast they outline the second 3 resolutions that you may have never heard of before… however, they’re resolutions that are embodied in every successful Major Gift Officer they’ve met. 

Start your year off right and find out what all successful Major Gift Officers have in common.

Goodbye 2020! In today’s podcast Richard and Jeff highlight 3 resolutions to start your new year. They’ll not only inspire you, but they’ll help you become a better front-line fundraiser in 2021. We can’t think of a better way to start the new year than to have some concrete ideas on how to help you develop stronger relationships with your donors and to help you find more joy in your work.

We often talk to leaders and managers of non-profits who tell us they’re leading a donor-centered non-profit. That’s great! But then we start asking questions:

1. Do you have a system set up to thank donors properly?

2. Do you have an infrastructure that allows you to get information on donor impact from the program side?

3. Does finance and program sit at the table with major gift officers to discuss donor offers?

4. Do you provide administrative support for your major gift team?

Most often, the answer is no.

In this episode, Richard and Jeff discuss why the “back office” of a major gift program is so crucial for success, and why a major gift program can’t succeed just on the backs of your front-line fundraisers.

You probably intuitively already know this: women make up 70% of the non-profit workforce, yet there are huge inequities in pay and leadership positions for women. And the pandemic has made this even worse.

Why?

In today’s podcast, Richard and Jeff talk with Mazarine Treyz, a successful veteran fundraiser, consultant, author and speaker. They’re joined by Karen Kendrick, Veritus Group’s Director of Learning – and we'll get their perspectives on why we have this inequity, how it came to be, and what can be done to change it.

We think you’ll be inspired by these two leaders, and we hope it gives voice to help make changes in the non-profit sector to raise up more women to positions of leadership and equal pay.

You may be wondering what we mean when we say you really need to adopt “The Veritus Way” of major gift fundraising.

The Veritus Way is simply the structure we apply to major gift programs, all in the context of building authentic relationships with donors. That structure includes: working with no more than 150 qualified donors in a portfolio, tiering those donors, creating a cash-flowed revenue goal and strategic plan (which includes knowing the donor’s passions and interests and communication preferences) for every donor and having consistent weekly meetings with management to keep the MGO focused and accountable.

In this podcast Richard and Jeff talk to Patrick Nugent, Sr. Vice President of Individual and Organizational fundraising at Lyric Opera Company of Chicago. He has an incredible story that highlights how he’s used The Veritus Way in his career and at Lyric Opera, and what a difference it’s made for his organizations’ revenue.

You’ll love his story.

This year has been unlike any other, for major gift fundraisers. Your work has been completely upended. Yet here we are, heading into what will be the busiest and best giving period of the year.

Or you hope it will be the busiest and best. There are so many uncertainties.

You can only control what you can control – what you do with your portfolio between now and the end of December.

In today's episode, Richard and Jeff share some tips and strategies on how you can end your year strong. Learn what you need to review, and the steps you can take now, to ensure that you make or exceed your revenue goals for 2020.

Do you want to be a great Major Gift Fundraiser?One trait of all great MGOs is that they are curious people. That curiosity leads to developing authentic relationships.

How often do you go to a dinner party or gathering, and you come back and realize no one has asked anything about you? This happens to us all the time. It doesn’t feel good. If you think about it, what a missed opportunity we all have by not being curious about one another.

Unfortunately, this also happens with major gift officers. How well do you know your donors? Do you know their passions and interests? Do you know why they have them?

In this episode, Richard and Jeff give you a little help by giving you 15 questions that will help you go deeper with your donors, toward developing real relationships with them.

Do you want to get rid of the donors in your portfolio? We would hope not. Yet by the way many major gift officers are cultivating and stewarding donors, you would think they are.

In this episode, Richard and Jeff outline ten different ways that MGOs are actively trying to get rid of their donors without even knowing it. Hopefully, you aren’t practicing any of these ten.

In fact, if you’re doing the opposite of everything we say in the podcast today, you’re probably a pretty good MGO. 

Your work as an MGO, as you know full well, is to build authentic relationships with your donors. It’s not easy, but don’t make it harder on yourself by doing any of the ten things we outline today.

Over the years, MGOs and managers have asked Richard and Jeff if they think MGOs should get bonuses if they meet or exceed their revenue goals.

In today’s episode, they answer that question, and you might be surprised by what they say.

They also discuss how non-profit leaders and managers should treat MGOs so that they’ll want to stay much longer than the average 1.8 years!

Not only will MGOs stay longer if they are treated properly, but it will pay off with donors as they develop trust with the MGO and your organization.

As a major gift fundraiser, do you feel you’re being supported enough so you can be successful?

Unfortunately, we run into many MGOs who are basically left on their own, without the support they need to build authentic relationships with donors.

In today’s podcast episode, Richard and Jeff discuss the five reasons MGOs fail – and you’ll be surprised that most of the reasons have nothing at all to do with the MGO.

We believe that the work of a major gift officer is one of the hardest in the non-profit sector, and that’s why we’re committed to providing you the resources necessary to help you be successful and find joy in your job.

Because when you do, it’s the donor that wins!

In most of the higher education institutions where Veritus Group has conducted data assessments, they’re performing terribly.

What’s wrong here?

Universities have resources. They have dozens (if not hundreds) of major gift officers, researchers, and stewardship officers. And yet what we find is that they don’t have real relationships with donors and alumni.

Some of them are still raising millions if not billions of dollars… yet they could be doing so much better forming authentic relationships with donors and alumni!

In today’s rebroadcast of an episode from January, Richard and Jeff talk about their experiences with university major gift programs, tell stories about their MGOs, what their challenges are, and ultimately what can be done to turn those programs around.

“You can’t be serious!”

This is the reaction Richard and Jeff get from many non-profit leaders when we tell them NOW is the time to start a major gift program.

Yes, even in the midst of uncertainty, your organization should either be starting or heavily investing in your current major gift program.

Why? Because this is where you’ll eventually see most of your NET revenue come from.

Need inspiration to do it? Well, in this podcast episode, our guest is Joyce MacDonald, the President and CEO of Greater Public Media. They’re the association for all PBS and NPR stations around the U.S.

Joyce has a great story of how she identified public media’s need to create a real major gift program and what she did to make it happen – and she’ll inspire you to do it yourself! It was no small feat, but Joyce is making it happen.

If you just read the headlines from fundraising news publications, you’d think the sky is falling and revenue from non-profits is tanking.

But is it?

If you actually get past the “doom and gloom” headlines, you’ll read that giving is actually up in 2020 vs. 2019!

What? Yep, giving is up.

In this episode, Richard goes on a rant about the effects of these negative headlines, and he urges non-profit leaders to not succumb to them by not reaching out to donors. Then, he and Jeff give you some practical steps to reach out to your donors and ask.

Why should you ask? Because they are giving!

This pandemic has been a stress test for many non-profits. The biggest threat to the future of a non-profit in times like this is the lack of multiple funding streams for a non-profit.

Today, those organizations that rely heavily on events, or corporate and government funding, are struggling. And non-profits that only rely on direct-response to bring in the majority of their revenue are reeling.

Why? Because having a diverse array of funding streams, especially those who promote individual donor giving, will help you get through economic downturns. And as you know, we’re in a massive downturn at the moment.

In this podcast episode, Richard and Jeff discuss why you need to diversify your funding, how to detect where you’re hurting, and how to create a plan to change it.

Pivoting is good, but it implies that once we get back to normal, we just go back to what we used to do.

Well, this pandemic is giving us the opportunity to not only pivot, but to permanently change.

Change what?

Change the way we evaluate MGOs and major gift programs.  Richard and Jeff believe that the old metrics that most non-profits use to measure major gift officers perpetuates transactional giving.

In this episode, Richard and Jeff discuss why we need to let go of the old metrics and suggest a few new ones that actually help major gift officers develop authentic relationships with donors.

Isn’t that what major gifts should be all about?

Find out what metrics every non-profit should evaluate that actually help you build relationships and go from transactional to transformational.

In this episode, Richard and Jeff are joined by Veritus Group's Director of Planned Giving Services, Bob Shafis. Bob will discuss with them why you should be considering several planned giving strategies now, and how to do it. 

They’ll also talk about the $2.2 Trillion Care Act that was recently enacted and how it will affect your non-profit.

Join Richard, Jeff and Bob for an informative discussion and get inspired to use planned giving as a tool that will help you now in this crisis and well into the future.

Do you know your organization’s coronavirus story? In other words, if a donor asked you how the virus is affecting your organizations mission would you know what to say?

Our team at Veritus is worried that many non-profit leaders and managers haven’t figure out how the virus has really affected your mission. What potential shortfall are you looking at? What added services are you now providing that you weren’t before? What is all this costing you?

In today’s podcast, Richard and Jeff specifically speak to non-profit leaders and managers about making sure you know your coronavirus story, what it will cost and urge you to boldly tell donors that story so they can help you weather the crisis.

We are hearing things in our sector that disturbs us. “You shouldn’t talk to donors now.” “We need to pull back our fundraising efforts to allow people to deal with the crisis.”

No.

If you've built solid relationships with donors, you have their trust to reach out to them, find out how they're doing, tell your organization's story in this crisis and be able to ask for the donor’s help.

Now is that time. We hope this episode inspires you as you continue to communicate with your donors.

In today’s episode Richard and Jeff give you an update on stories they're hearing from other major gift officers and start answering a number of questions from your colleagues about how you should fundraise, given this crisis we're all in.

At the end of the episode we also direct you to our COVID-19 Resource Page and tell you about two new courses we've designed just to help you through this crisis and, because we don’t want cost to be a factor, we’ve decided you can pay whatever you can to take this four week, eight-hour course over the month of April.

You are now fundraising in an unprecedented time in our history. You may be worried, anxious or concerned personally and professionally. All those feelings are normal.

Richard and Jeff have recorded a special podcast to help you think about major gift fundraising in a crisis like the one we face today.

Both of them have been through multiple national and international crises and tragedy, and they have experience on how non-profits and major gift fundraisers should respond.

We hope this special podcast is helpful in your work and gives you comfort that over time, we will get through this tough time… together.

As you know, the most important job for an MGO is to build relationships with their donors. How are you going to do that without administrative support?

You can’t.

We hear from so many MGOs who say they’re bogged down doing expense reports, handling travel details and entering information into the database. They’re doing so much admin work they end up having very little time to talk to donors!

In today’s episode, Richard and Jeff talk about the importance of what an administrative assistant can do to support major gifts and how having one actually brings in more NET revenue for an organization.

Yes, you heard that right: more NET REVENUE!

Even better, Richard and Jeff interview a major gift officer, Frank Mumford, from the Greater Twin Cities United Way on how he uses an administrative assistant, what specific tasks he has that person do, and how it’s helped him work more efficiently and develop relationships with donors.

You’ll often hear that fundraising professionals are “jumping ship” every 1.8 to 2.3 years in search of something better.

Quite frankly, the number one reason people quit their job is because they have a bad manager or leader as a boss.

Today Richard and Jeff are joined by fundraising expert, author and writer of the popular blog, “Future Fundraising Now,” Jeff Brooks.

Jeff has worked with hundreds of organizations and has some great stories and interesting observations about why we seem to have such bad bosses in the non-profit sector.

Best of all, we come up with some great solutions to help you and your boss become better at what they’re doing. It’s far from being a hopeless situation!

Today’s podcast episode is a little different. We’re talking about the spirituality of major gift fundraising. No, we’re not talking about religion, but we ARE talking about how fundraising has a spiritual nature to it – not with a capital “S,” but with a small “s.”

Richard and Jeff explore the mystical act that happens at the moment a donor gives, and the organization receives that gift.

Find out not only why we think fundraising is a spiritual endeavor, but also how you can continue to keep your heart soft and focused on the need, so you can continue to help your donors find joy and fulfillment in their giving.

In today’s episode, Richard and Jeff talk with Veritus Group's new Director of Planned Giving Services, Robert Shafis. Robert is one of the most knowledgeable, sought-out experts on planned giving in the country. And now he’s working with Veritus to help non-profits everywhere do planned giving right!

Specifically, Robert highlights some of the main problems and misconceptions about planned giving, and what can be done to turn those problems into solutions. Then he offers everyone listening the opportunity to receive a free planned giving assessment.

If you think universities have it all figured out with major gift  fundraising, you’d be very wrong. In fact, at most of the higher education institutions where Veritus has conducted data assessments, they’re performing terribly.

Universities have resources. They have dozens (if not hundreds) of major gift officers, researchers, and stewardship officers. And yet what we find is that they don’t have real relationships with donors and  alumni.

Some of them are still raising millions if not billions of dollars… yet they could be doing so much better!

In this episode, Richard and Jeff talk about their experiences with university major gift programs, tell stories about their MGOs, what their challenges are, and ultimately what can be done to turn those programs around.

Are you concerned that the donors on your file are too old? Are you scrambling to get younger donors?

Don’t be.

In major gifts and planned giving, the vast majority of your revenue will come from donors who are 55 and older. So why is everyone  so enamored with younger donors?

This episode teaches you why older donors should be the bread and butter of your major gift program – and why you shouldn’t be anxious about finding  younger donors.

This episode sheds light on some of the craziest misconceptions we’ve heard from leaders and managers about major gifts, and what you can do as a major gift officer to help educate them and set them straight.

Major gift fundraising is too important to be left to folks who don’t know what they’re doing. There’s too much riding on your organization’s future not to know how a major gift program should be run correctly.

Get inspired to help your manager or non-profit leader understand how major gifts actually works.

Most of the time, when we ask a major gift fundraiser what the Return on Investment (ROI) of their portfolio is, we get nothing but a blank stare – and then a look of panic.

Well, you don’t have to panic. In this episode, Richard and Jeff talk about how to calculate your ROI. They tell you what’s acceptable for a new portfolio vs. a mature one. They discuss how it should grow over time, and they let managers and leaders know it takes TIME to develop.

Then they list 12 reasons why there is low ROI in many major gift portfolios. Richard and Jeff go over what you can do to avoid these pitfalls so that you can realize net revenue and ROI growth, year after year.

To serve your major donors outrageously, you have to know your programs and projects so well that you’re able to inspire those donors to make a significant gift to your organization.

The most effective and best way to do that is to get to know the people behind those programs. These are the program, finance, HR, and executive team that are passionate about your organization’s mission.

In this episode, Richard and Jeff have some great tips for how you can do this.

Major gift fundraising has a problem: MGOs are leaving their non-profits after only 1.8 years on the job! How can they build lasting relationships with donors that way?

In this episode, Richard and Jeff discuss why people are leaving, and how managers can work with MGOs to keep successful, experienced staff intact.

Do you wonder what it will take to take your major gift program to another level?  The answer is not about some new strategy or innovation.

The answer to bringing more net revenue from your major gift program is to get to know your donors so well you know their passion and interests and why they have them.

If you know those and why, you can match that up with everything your organization does to change the world.

In this podcast episode, Richard and Jeff talk about your knowing your donor’s passions and interests; they have many stories to share that highlight why it’s so important.

How do you create compelling donor offers that will result in gifts that are significant, or even transformational? In this episode, Richard and Jeff talk with legendary fundraiser, copy-editor and author Tom Ahern about how he helps clients reach donors and motivate them to action.

Have you ever thought it would be nice to be able to qualify,  steward, and cultivate your donors in a more efficient, less costly way – all while using new technology?

In this episode, Richard and Jeff talk with Greg Warner, the CEO and founder of MarketSmart. Greg talks about what inspired him to start his company and how hundreds of non-profits are using his software to help them connect with donors.

You’ll notice immediately Greg’s passion for fundraising and donors.  He wants to change how our industry views donors and help fundraisers do  what they do best – build relationships with donors.

In this episode, Richard and Jeff will inspire you for major gifts fundraising with some great thoughts and ideas you can implement right now.

They talk with Frank Mumford, a major gift officer with Greater Twin Cities United Way, who shares his experience and tells a story about how noticing "little things" can have a big payoff with your donors.

Do you ever get in a rut about what you should be doing with your donors to cultivate them properly? Richard and Jeff hear from many major gift fundraisers who are just tapped out of ideas. 

Today’s episode is LOADED with new ideas for you to use when cultivating and stewarding your donors, all with the intent to help you understand their passions and interests – which will allow you to solicit your donors in a more meaningful and impactful way. 

The job of a major gift officer is difficult. In this episode, we talk with Christine Tesmer, a major gift officer from Colorado Public Radio. We get insight into her success, what it takes and how she manages work and life.

We also learn how her unique background in sales prepared her for her role as a major gift officer. Her story is compelling and offers great ideas for you to be successful in your role.

Major gift fundraisers are going to get frustrated quickly if they focus on donors who don't want to talk to them. In this episode, Richard and Jeff tell you what it means to "qualify" these donors, so you're talking only to the donors who respond to the individual attention you want to give them. When your focus is on these receptive donors, you'll be more successful in achieving – and exceeding – your goals for their giving.

Major gift fund-raisers can slip into thinking of people as "prospects" even after they've given many times. Richard and Jeff examine this practice and encourage a different approach to these people who are already partnering with you to change the world.

How do you keep donors moving from direct response giving, to bigger gifts, into your major gift program? Fundraising expert Jeff Brooks talks with Richard and Jeff about the major gifts "pipeline" and the best things you can do to keep, lift and move your donors forward.